TIME/GOAL MANAGEMENT Managing your time carefully can save you enough minutes and hours each week to make dozens of extra calls. To eliminate the obvious time wasters like long lunches and frequent coffee breaks, think about what causes them. If you’re spending too much time by the water cooler because a co-worker likes to gossip, tell him you’d prefer to talk over lunch instead of during work- ing hours.


Automation can save a lot of time on tedious, non-selling tasks, so make sure your program is well suited to what you’re doing and that you’re using it to your fullest advan- tage. Plan your days a day in advance so you won’t have to spend time deciding what tasks to work on and in what order.


New salespeople are often anx- ious to get off to a good start, but they might not know enough about


VIDEO: WHY THERE IS A NEED FOR BETTER CRM


selling to know what skills will make them most effective. Pointing out the special importance of customer and product knowledge, communication,


and time management helps them focus their efforts on the skill areas that will help them close more sales more quickly. 


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